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  • VIEWPOINT  |  TUESDAY, APRIL 7, 2015
    [Sales] Sales Lead Management Leads to a Lower Cost of Sales
    '“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%. Lead Management
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 19, 2015
    [Sales] The B2B Sales Development Rep's Guide to Data Management
    One way to improve in the New Year is to start at the foundation, and for many of us B2B sales development reps, that means cleaning up the database. After all, quality data is the key to success in inside sales. Happy sales prospecting! CRM Sales Tools Data Management List Development Create a process and stick with it.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, AUGUST 10, 2010
    [Sales] The Sales Team as a Content Testing Crucible
    It's been a while since we've talked much about the topic of sales enablement , so I wanted to loop back to some interesting peripheral points. This usage pattern is very powerful, in that it allows the sales team to use their intuition, insights, and judgments in deciding what content to provide to what buyer at what moment in time.
  • STORIES THAT SELL  |  THURSDAY, FEBRUARY 10, 2011
    [Sales] 8 Traits of Sales-Win Stories
    Savvy sales teams share customer success stories to move prospects further toward a purchase decision. But customer case studies aren't the only type of story that can help a rep close a sale. Many companies create sales-win success stories to document what was behind a particular sale. Who did sales reps talk to?
  • HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] 7 Easy Fixes for Common Sales Follow Up Problems [Infographic]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. And it''s probably risking us a sale. Check it out: 7 Things You Need to Know About Sales Follow Up. To read more content like it, subscribe to Sales. Inbound Sales Things to Remember.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 12, 2014
    [Sales] The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers
    'Sales and marketing teams are both responsible for the growth and revenue side of the business -- and yet, many of them still tend to operate like two opposing teams. The goal of "smarketing" is to help bring sales and marketing together as one team, which involves constant, effective communication. Sales Methodology.
  • WINDMILL NETWORKING  |  MONDAY, MARCH 9, 2015
    [Sales] Applying Content to the Social Sales Process
    You might also call this process your sales pipeline or […]. Craig has been in B2B sales since 1977 and during that time has served in a variety of positions including; sales manager, division sales manager, national sales manager, district manager, and as a business owner. Social Sales Craig Jamieson.
  • TYPE A COMMUNICATIONS  |  TUESDAY, JUNE 17, 2014
    [Sales] 50 Statistics About B2B Sales and Marketing (Mis)Alignment
    But if there’s one, at least in the business world, it’s how to fix the chasm between sales and marketing so companies quit bleeding leads (qualified or not) and customers. Well, actually it’s a change management problem, rather than just a sales and marketing alignment problem. 79% of marketing leads never convert into sales.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 2, 2013
    [Sales] 4 Ideas to Ensure Success With Sales Analytics
    'by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of Frank Donny , founder and CEO of Marseli , a marketing and sales analytics and performance software company. Additionally, having a focused set of KPI goals for a sales team is just as important as having the right data. Second, provide data access to everyone.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, MARCH 24, 2015
    [Sales] 10 Traits Buyers Seek in Salespeople
    'The 10 Traits Buyers Seek in Sales Superstars. Most sales training courses emphasize the importance of addressing the customer’s needs. Those discussions are critical for making sales. One way to do that: Videotape and watch your own sales presentation to see from the buyer’s point of view. Listen. See No.
  • BUYER INSIGHTS  |  SUNDAY, NOVEMBER 11, 2012
    [Sales] When Sales Managers Become Micro-Managers
    Contrary to what you would expect the measure of greatness of a sales manager, is not the extent to which the organization is dependent on him, or her. Rather the greatness of a sales manager is reflected in the degree to which the sales organization runs smoothly regardless of the manager’s direct involvement.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 2, 2012
    [Sales] Sales Leadership: Gaining Insight & Accountability
    Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s.  Sales Management Board of Advisors. How Does the Sales Management Round Table Work? Ken@AcumenMgmt.com.
  • BUYEROLOGY  |  MONDAY, APRIL 16, 2012
    [Sales] Are Your Marketing and Sales Systems Broken?
    For many in marketing and sales, the march continues towards the attempt to develop tactical plans that will connect them to buyers.  Whether they relate to demand generation, content marketing, sales enablement, and more, efforts are being made to make adaptations to changing buying behaviors. By systems, I do not refer to technology. 
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 26, 2013
    [Sales] B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales
    Before we start another unproductive war between Sales and Marketing, maybe we should focus on building bridges of understanding between these two departments. Yet far too often, marketers send every lead to Sales and very few of those leads ever convert. Many prospects aren’t ready to talk to Sales early in their consideration.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 22, 2011
    [Sales] Forrester Confirms Continuing B2B Sales and Marketing Alignment Gap
    But the fact is: Very few sales and marketing team get along well. Forrester’s latest research “ B2B Sales and Marketing Alignment Starts with the Customer ” confirms the dysfunctional and damaging gap that still exists between sales and marketing in the vast majority of B2B organisations. Everyone talks about it. Bob Apollo.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 8, 2011
    [Sales] 20 Awesome Sales Posts You Should Read
    Often times salespeople fall into a rhythm where sales seem to come their way with nearly every call they make or potential client that comes their way. Here are 20 posts you should read from some of the best-known experts in sales. How to Write a Sales Territory Plan – Ron Snyder; Selling Power Blog. Prospecting Sales 2.0
  • SALES CHALLENGER  |  TUESDAY, SEPTEMBER 3, 2013
    [Sales] The Challenger Sale Vs. The Effortless Experience
    The Challenger Sale , as most readers of this blog know, is a study of sales effectiveness. Through They aren’t aggressive or obnoxious, but they are assertive and use “ constructive tension ” as a means to advance the sales conversation.  Challenger, you may recall, delivers a sales experience “worth paying for.” An
  • LOOPFUSE  |  THURSDAY, JANUARY 3, 2013
    [Sales] A New Year's Resolution Worth Keeping - View Marketing Success Through the Sales Pipeline
    Regardless of the business you are in,  you have some type of sales pipeline whether that is someone walking into your store and browsing around or someone entering a long and complex sales cycle to make a capital investment. How long were they in your sales cycle? Now take a look at your sales pipeline.
  • FIFTH GEAR ANALYTICS  |  TUESDAY, OCTOBER 12, 2010
    [Sales] The 7 Features You Must Include in Your B2B Sales Playbook
    An effective B2B Sales Playbook can energize your sales team and make them more productive in closing new sales. The sales playbook is an important tool that Marketing often uses to provide invaluable marketing information and sales tips. Sales playbooks exist in many styles and forms. Keep it simple.
  • BUYER INSIGHTS  |  SATURDAY, NOVEMBER 3, 2012
    [Sales] Sales Sabotage: When Politics and Internal Divisions Retard Sales
    You have often heard the saying; ‘a house divided among itself will fall’  The same is true of the sales organization. However, However, in too many organizations the sales effort is retarded by petty squabbles, territorial divides and personality conflicts. Is There An Enemy Within?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 12, 2015
    [Sales] How to Effectively Work From Home as a B2B Inside Sales Manager
    hope these tips will help you to set up a home environment conducive to working as a B2B inside sales manager! As an inside sales manager with an open-door policy, there can be days when it seems like people are constantly stopping in to ask questions, sometimes taking you away from time-consuming administrative tasks. 'Happy New Year!
  • FOLLOW THE LEAD  |  TUESDAY, MAY 11, 2010
    [Sales] Mixed bag on ability of comp plans to drive sales
    The correlation between sales compensation and driving sales behavior may not be so cut and dry after all. Nearly half of sales executives (44%) said their ability to implement compensation plans to drive selling behavior needs improvement, according to CSO Insights ‘ 2010 Sales Performance Optimization study.
  • SALES CHALLENGER  |  WEDNESDAY, MARCH 21, 2012
    [Sales] Get More ROI With These Six Steps
    We see it play out again and again across all parts of a sales organization – whether we’re developing or cascading sales strategies, selecting metrics , creating new sales tools , or building training.  Sales Insights Sales ToolsAnd because of that, we often end up building solutions to the wrong problem. 
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 4, 2015
    [Sales] Everyone Can Do More With New B2B Technology
    It’s okay to say no to chasing every trend that pops up in the digital zeitgeist, but you owe it to yourself and to the organization you lead to keep an open mind about how new technologies can help you improve your work as a B2B sales leader. Accelerating sales to more people in less time is a timeless goal. It enhances that skill.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, NOVEMBER 3, 2014
    [Sales] 3 Myths About Power Dialing When it Comes to Sales Teleprospecting
    '“I didn’t have a power dialing session on Monday, and I missed it,” said a B2B inside sales rep on my team last week. The same goes for my sales reps. Ah – music to my ears. For the past year, I’ve spent a lot of my time investigating power dialing tools and methodologies.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 13, 2015
    [Sales] 4 Measures to Find Out if Your Prospecting is Effective
    KEN: We have a guest blog this week, during the past year, our research  told us that “prospecting” was the #1 issue  facing sales leaders.  Finding prospects and nurturing them into leads is an integral part of any sales cycle. Start by looking at your average sales cycle (say 60 days). Sales Management Systems
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  MONDAY, DECEMBER 8, 2014
    [Sales] Is it Time to Amp Up Your Sales?
    'Recently, while speaking at the American Association of Inside Sales Professionals , I had a chance to chat with Andy Paul, author of the new book, Amp Up Your Sales. Sales Books We spent a lot of time talking about what salespeople need to do to succeed with today''s busy, savvy buyers. Enjoy the conversation.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 27, 2012
    [Sales] Digital Marketing Can Increase Industrial Sales
    Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, SEPTEMBER 4, 2012
    [Sales] Sales Growth: 5 Proven Strategies
    Sales Growth. Five Proven Strategies from the Worlds Sales Leaders. What makes this a great read for sales leaders at ANY size organization are the real case study examples that the authors used to prove their strategies. Five Strategies for Sales Growth. Soup Up Your Sales Engine. Lead Sales Growth.
  • FEARLESS COMPETITOR  |  SATURDAY, MAY 14, 2011
    [Sales] 3 Ways to Ditch the “And” in “Sales and Marketing”
    B2B Lead Generation | Ditch the “And&# in Sales and Marketing. Everyone talks about the need to get sales and marketing on the same team. Carlos Hidalgo of the Annuitas Group wrote a great article for the MarketingProfs blog on an important issue for B2B sellers – how to break down walls between sales and marketing.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JUNE 30, 2013
    [Sales] 3 Steps To Improve Sales Forecasting
    'by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of  Frank Donny , founder and CEO of  Marseli , a marketing and sales analytics and performance measure software company. If you are sales leader and you are giving a forecast to your CFO for that is off by 50%, that’s a big problem. Establish data goals.
  • LOOPFUSE  |  WEDNESDAY, AUGUST 21, 2013
    [Sales] Upcoming Webinar: The Intersection of Modern Marketing and Sales 2.0
    'Please join us on Thursday, August 29th at 1:00pm ET/10:00am PT for a discussion about how sales and marketing is changing, how you can leverage modern marketing and sales 2.0 The landscape of Modern Marketing and Sales 2.0. A few favorite tools including cool sales contract management application – Glider.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JUNE 2, 2013
    [Sales] Do Sales and Marketing BFFs Have to Share Data? [CHART]
    'by Andrew Stanbridge | Tweet this One of the keys to driving revenue is alignment between sales and marketing. We refer to this as sales and marketing being Best Friends Forever (BFF). The same is true for sales and marketing, and the technologies used by each. Do Sales and Marketing BFFs Have to Share Data?
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 29, 2011
    [Sales] A Dip Into Sales Data vs. Sales Intelligence
    Sales Data vs. Sales Intelligence. Sales Data may be defined as the quantifiable facts and figures about prospects, including company and contact details as well as financials, that can be pulled from a variety of editorial or user-contributed sources. Essentially, sales data is exactly how it sounds: it’s just data.
  • SALES INTELLIGENCE VIEW  |  MONDAY, OCTOBER 10, 2011
    [Sales] 10 of the Best Sales Sites
    As a social marketing associate at InsideView , I like to spend my morning gathering the best sales content to dish out throughout the week. Part of our mission here is to give our fans and other audiences the best sales knowledge they need to get the job done. Your Sales Playbook. The Sales Hunter. Sales Loudmouth.
  • SALES CHALLENGER  |  WEDNESDAY, JULY 18, 2012
    [Sales] 3 Steps to Make Your Sales Strategy Actionable
    However, in many sales organizations, the plan takes a back seat to the here-and-now.  One member shared with us that over three quarters, sales had received requests to fulfill 77 priorities – that’s a new priority almost every other business day! Sales force capabilities. Sales Insights Sales Strategy Strategic Planning
  • FUNNEL FOCUS  |  WEDNESDAY, FEBRUARY 22, 2012
    [Sales] 3 Steps to Aligning Marketing and Sales
    and social media to streamline their purchasing processes, the line between marketing and sales as it relates to prospect interaction becomes blurred. While challenging, it is possible to get marketing and sales on the same page.  Below I have outlined three steps that can move your organization towards marketing and sales alignment.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 13, 2011
    [Sales] How to Nurture Sales Leads
    From Marketo , here are the benefits of quality lead nurturing: Fewer marketing-generated leads ignored by sales (from 80% to as low as 25%). 20% more sales opportunities. 225% increase in volume of prospects that convert to sales opportunities. B2B Lead Generation | Lead Nurturing. 6% points lower rate of “no decisions&#.
  • MARKETING GENIUS BLOG  |  THURSDAY, JULY 21, 2011
    [Sales] Bootstrapping Your Sales and Marketing: Part 2
    Last week I gave my 5 tips for bootstrapping sales and marketing for small businesses. Regardless of the fact that you will be “pounding the pavement&# , you will need to keep a record of your prospective customer interactions and sales pipeline from those interactions. Small business best practices marketing sales
  • SALES CHALLENGER  |  WEDNESDAY, OCTOBER 30, 2013
    [Sales] Gamification: Fad or the Next Big Thing in Sales?
    How to Revolutionize Customer and Employee Engagement with Big Data and Gamification , to learn about how sales organizations are using gamification to motivate sales performance and modify seller behaviors among other things. CEB Sales Members—learn from your peers on how to leverage gamification in sales force training.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, FEBRUARY 17, 2012
    [Sales] How to Avoid Sending the Worst Sales Email
    by Jody Mooney | Tweet this Has your inbox ever been plagued by a poorly made “sales email”? Most of us have received one of those cringe-worthy emails from some anonymous seeming sales rep. In fact, a quick Google search for “worst sales email” yields a strong sampling of entertaining emails and customer rants. Be Timely.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, DECEMBER 9, 2014
    [Sales] NON STOP SALES BOOM
    'NONSTOP SALES BOOM. Time for a new book review-that must be added to your sales library! My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. That chapter alone will begin to reset your view of the sales process.
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, FEBRUARY 10, 2013
    [Sales] Sales Management: Make Monday Sales Meetings Easy
    Making Monday Morning Sales Meetings Easy for Remote Teams    . For this Making Monday’s better post I wanted to talk about what is often the most common and mundane part of the Monday routine and that is the sales team conference call.  Let me know how you make life better for your sales teams and more efficient as well.
  • SALES INTELLIGENCE VIEW  |  SUNDAY, NOVEMBER 17, 2013
    [Sales] Top 25 Sales Influencers List: Honoring Luminaries at Dreamforce 2013
    'The Annual Top 25 Sales Influencers list is here! For the last two years, InsideView has set a precedent assembling an authoritative list that recognizes the contributions and achievements of the brightest minds in the sales industry. The Three Peats:  We’ve been watching these Sales leaders for a while.  Sales 2.0
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 28, 2011
    [Sales] Top 12 Ways Sales Leverages the Internet
    It’s near impossible to be effective in sales without the use of the internet these days. In the 2011 Sales Performance Study by CSO Insights, they researched how sales people were leveraging the internet to get their jobs done. On average sales reps will spend 24.1% The important task of sales research.
  • THE POINT  |  FRIDAY, JANUARY 9, 2015
    [Sales] Steal This Technique for Your Next Sales Email
    was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency. B2B Marketing Cold Calling Copywriting Creative Demand Generation E-mail email marketing inside sales lead generation Offer Strategy Sales 2.0
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 16, 2011
    [Sales] The Sorry State of Sales Leads Today
    points out the sorry state of sales leads today. Here’s what the study authors had to say: THINGS TO THINK ABOUT: Creating Opportunity Smart organizations realize that the job of a Sales Rep is not to just “follow up on leads,” but rather to “create opportunity.”. It’s no fun being a B2B salesperson today. It gets worse.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 19, 2012
    [Sales] Sales Leadership and Management in a Recovering Economy
    Sales Leadership and Management in a Recovering Economy. In today’s economic times, the companies most likely to thrive are those that invest time in scrutinizing their strategic sales-management plans. Actual sales activity compared to a defined set of standards. Rev salesperson profitability to sales volume.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JANUARY 7, 2014
    [Sales] Sales Planning for 2014
    'Sales Planning: Sales Leadership and Sales Execution. This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values. The quarterly sales plan by salesperson must be much more tactical. Ken’s latest book is “Leading High Performance Sales Teams”.
  • FOLLOW THE LEAD  |  FRIDAY, SEPTEMBER 17, 2010
    [Sales] Mapping out the b-to-b sales territory
    When it comes to managing the sales territory, some b-to-b organizations are better than others, said Lee Salz, president of Sales Architects. Tags: Sales & Marketing Lee Salz Sales Architects Territory management Then there [.].
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 21, 2014
    [Sales] Partner Hiring and Training
    At the Summit, as you walk the Exhibit Hall looking for new business opportunities and when talking to existing or new potential vendors, look beyond the sales stories and investigate new partner onboarding programs. The various tracks cover technology, but also leadership, sales and marketing topics. for the first time sales manager.
  • SALES CHALLENGER  |  TUESDAY, JANUARY 21, 2014
    [Sales] Why Individuals No Longer Rule on Sales Teams
    Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance. Even in sales, network performance now accounts for about 44% of the impact. On the most effective sales teams, particularly B2B, the individual no longer reigns supreme.
  • FEARLESS COMPETITOR  |  FRIDAY, JUNE 14, 2013
    [Sales] Aligning Sales and Marketing in Sales Lead Generation – Why It’s Not Working and What to Do About It
    'Align sales and marketing for sales lead generation | Why It’s Not Working. Each day I hear the drumbeat… Align Sales and Marketing for revenue results. Marketing and Sales are as far apart as ever in most firms. Align Sales and Marketing is a message that is squarely directed at Riders. “Really?”
  • FEARLESS COMPETITOR  |  SATURDAY, APRIL 27, 2013
    [Sales] A TweetChart Analysis of our Keyword “Sales Lead Generation”
    Sales Lead Generation is one of the two main keywords we use at Find New Customers, around which we designed a cornerstone page. That explains why we selected “ digital marketing ” and “ sales lead generation ” for Find New Customers. Why is this so? Their only leisure time to do research is on the weekend.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, SEPTEMBER 8, 2009
    [Sales] Relationship Sales and Today's New Buyer
    For years, the prevailing thinking in sales has been oriented around relationship sales. The access to information, which was once mainly managed by sales, is now open to all. So where does that leave the discipline of Sales?
  • WINDMILL NETWORKING  |  MONDAY, JANUARY 9, 2012
    [Sales] Which Social Networking Sites Are Best Designed for B2B Sales?
    Before we can even begin to explore this topic of which social networking sites are most appropriate for B2B sales , we need to first answer the question … “Why should I be active, and invest my time, on any of these social networking sites to begin with?” My B2B Sales Score (based on 1-5 with 5 being the highest) – 3.5. B2B Sales
  • SALES CHALLENGER  |  TUESDAY, APRIL 22, 2014
    [Sales] 3 Sure Ways to Lose Top Sales Talent
    Of course, sales organizations are no exception. Frequent employee exits limit sales organizations’ efforts to build next-level skills and capabilities in their salesforce, which is a bigger problem now than ever before as customers are getting smarter, more informed, and more demanding. So where do most of us go wrong?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 24, 2011
    [Sales] Sales Leadership: It’s time to gear up your recruiting!
    Sales Leadership: It’s time to gear up your recruiting!  . have often stated that a sales manager should spend 15% to 20% of their time recruiting and interviewing, but as you move through October into November you need to increase your recruiting focus. Sales Leadership TrainingWhat should you do? Call them.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, JANUARY 27, 2012
    [Sales] The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready to Buy?
    Nearly every company I talk to does some kind of lead scoring, but rarely do those lead scores align with their database in a way that allows their sales teams to determine – at a glance – which prospects are the right fit at the right time. Their organization’s firmographic details – such as revenue, marketing budget, sales cycle and size.
  • HUBSPOT  |  FRIDAY, MARCH 14, 2014
    [Sales] Why Sales Needs Insight Into Marketing's Email Analytics
    We''ve been using this data to make good decisions, and even build nurturing campaigns for our sales reps. I don''t want this notification noise distracting our sales team.". Our sales team isn''t tech savvy enough to take advantage of sales technology.". Sales is undergoing its inbound evolution. inbound sales
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, OCTOBER 7, 2013
    [Sales] Industrial Content Marketing for Accelerating Sales Pipelines
    However, most of the success is at the beginning of the sales pipeline or [.]. Content Marketing Sales Strategies champion content Industrial Marketing pipeline acceleration sales pipelines 'Manufacturers and industrial companies that believe in content marketing are seeing good results from their efforts.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 15, 2011
    [Sales] The Invisible Sales Rep
    To read the original post, please visit:  The Invisible Sales Rep. Why would any sales rep make the decision to be invisible to customers and prospects? was asking myself these questions after completing a review of a technology sales company and their current competitive positioning. As a result, they are invisible.
  • SALES CHALLENGER  |  WEDNESDAY, FEBRUARY 8, 2012
    [Sales] 5 Tips For Establishing a Sales Certification Process
    Establishing a certification process for Sales is not easy, particularly for front-line salespeople. The focus instead is placed on the certification of line management, a critical challenge in its own right, but one that does not address what to do with all the sales people being cycled through our training and onboarding curriculums.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, NOVEMBER 25, 2011
    [Sales] The Two-Step for Sales Enablement
    by Melissa Madian | Tweet this There was a time I would experience a what-if-no-one-reads-my-stuff panic before sending information out to the sales team. After all, great content produces little results if sales doesn’t know of its existence. So I developed a two-step process for getting the content Sales needed in their hands.
  • VIEWPOINT  |  THURSDAY, AUGUST 21, 2014
    [Sales] It’s All About the People: A Review of "Never Be Closing"
    Sales Process Sales & Marketing Management 'I enjoy reading and reviewing books. Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. Now, with that said, why should YOU read the book?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 20, 2012
    [Sales] You Don’t Just Hire a Sales Team: you build it
    You Don’t Just Hire a Sales Team–You Build It. Developing a great sales organization involves more than just bringing the right people on board. This is an excerpt from my latest book: Your Sales Management Guru’s Guide to:  “Leading High Performance Sales Teams” )  . Create a sales-oriented culture.
  • ANYTHING GOES MARKETING  |  TUESDAY, MARCH 24, 2009
    [Sales] Sharing Space: Marketing and Sales
    Take 30 seconds and really think about the message this is conveying: Here are some items to consider: The only parking spaces reserved were for outside sales and customers There were enough parking spaces available for everyone (reserved spaces were not essential) What do other employees (including inside sales) think when they see this?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 7, 2014
    [Sales] Creativity for Sales Leaders
    'Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. For first time sales managers is now available: [link]. Another example is J.R.R.
  • SALES CHALLENGER  |  SUNDAY, OCTOBER 14, 2012
    [Sales] What’s Keeping Asia Sales Leaders Up At Night
    Over the last three months, we’ve spoken to more than 50+ sales leaders across both local Asian companies and multinational firms based in Asia. Unequivocally, if there is one issue top-of-mind for every sales leader, it is attracting and retaining quality sales talent. What’s your experience been?
  • AVITAGE  |  WEDNESDAY, JUNE 11, 2014
    [Sales] For Sales Blogging and Social Selling – Think Like a Publisher
    Huffington Post, see Mike Kunkle’s excellent webinar) To fuel this content dependent activity, many are urging sales people to blog, and to become thought leaders. Lori Richardson, John Jantsch,  ITSMA) This is a logical extension from a belief that sales people must think more like marketers.
  • SALES CHALLENGER  |  MONDAY, MARCH 18, 2013
    [Sales] Is Your Sales Culture Helping or Hurting Reps?
    Most sales organizations today are investing in changing their selling approach in response to increasingly informed buyers. Are my organization’s sales processes helping or hurting my rep’s ability to sell? Are sales managers enforcing rules, or supporting and enabling their teams to succeed?
  • SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 18, 2012
    [Sales] #Motivational Sales #Quotes
    Especially when that quote can get you motivated for your job in B2B Sales. We have created a new social profile to serve up great motivation for sales people. Sales intelligence is important but great quotes just give sales people that extra push to go on. Sales 2.0 Everyone loves a good quote.
  • FOLLOW THE LEAD  |  THURSDAY, SEPTEMBER 9, 2010
    [Sales] Sales-leader jobs: 7 must-ask interview questions
    While most sales reps are reluctant to change jobs in such a sluggish economy others might see the current [.]. Tags: Sales & Marketing Business Expert Webinars Lee Salz Sales Architects Top 100 Sales Leader Interview Questions
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  MONDAY, JUNE 23, 2014
    [Sales] Dealing With the "Current Vendor" Sales Objection
    'Here''s a typical exchange between a prospect and a salesperson when this common sales objection is raised: Prospect: "We''re already working with xyz firm.". Sales Objections Seller: "Oh. How are they doing for you?". Prospect : "They''re okay.". Seller: "What will it take to get you to switch?". Prospect: "We''re not interested."
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MAY 5, 2013
    [Sales] Is Sales Hungry For Your Marketing Content? [CHART]
    This weekend, we analyzed customers who use the Eloqua Engage sales tool, which allows marketers to make marketing designed email templates available for their sales reps so that they can send the right message to their prospects at the right moment in the buying cycle, and track their response to it. 
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  WEDNESDAY, SEPTEMBER 24, 2014
    [Sales] How to Close a Sale: The Only Thing You Need to Know
    After all, sales itself is about outcomes. In fact, the more I wanted to close a sale – or should I say – needed to close a sale, the less likely I was to get it. Closing the Sale 'Have you ever heard the phrase ''detach from the outcome''? It’s a tenet of Eastern religions. Our income is at risk.
  • SALES CHALLENGER  |  TUESDAY, MARCH 20, 2012
    [Sales] 3 Ways to Keep Your Sales Kickoff Alive
    Over the past few months, many organizations hosted their annual sales meetings to celebrate last year’s accomplishments, rally the sales force to motivate their performance, and communicate forward-looking strategic initiatives.  What other tactics have you used to help your sales force retain sales kickoff content?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 29, 2014
    [Sales] Should Salespeople Prospect Anymore?
    Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system.
  • DIGITAL B2B MARKETING  |  SUNDAY, APRIL 22, 2012
    [Sales] B2B Sales and Marketing Integration
    Danny lined up a great set of provocative questions for the group on aligning B2B sales and marketing. As always, the #B2Bchat participants shared a range of perspectives from both sales and marketing experiences. Business #B2Bchat Alignment danny hanssel Marketing SalesFollow @B2B_chat for announcements of the topic each week.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 9, 2015
    [Sales] How AG's Sales Development Managers Motivate Reps in February [Part 1]
    February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers. Jimmy Grieve - Incentives and Praise.
  • DIGITAL B2B MARKETING  |  WEDNESDAY, APRIL 11, 2012
    [Sales] Looking Beyond Sales and Marketing Alignment
    In many B2B marketing organizations, marketing is expected to deliver leads and sales is expected to close. In a world of perfect sales and marketing alignment, marketing and sales have a common definition of qualified leads, the number of leads needed, when leads should be delivered and how the handoff from marketing to sales will function.
  • WINDMILL NETWORKING  |  MONDAY, JULY 7, 2014
    [Sales] Connecting with a Purpose and a Plan for Social Sales
    Connecting with a Purpose and a Plan for Social Sales by Craig Jamieson - Maximize Social Business. by Stephen Lahey Related Stories Social Listening is Like Sonar for Salespeople In Sales, Which is More Valuable, Your Brand or Your Accounts? Social Sales We just … do. Comments Good food for thought.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 14, 2014
    [Sales] Use Digital Content to Shorten the B2B Sales Cycle
    Marketers, sales reps, and business owners are becoming aware of the many benefits of propagating fresh and relevant digital content. But perhaps the most important content marketing benefit is the impact on the sales cycle. What types of digital content shorten the B2B sales cycle?  Company and Product Reviews. Case Studies.
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 7, 2010
    [Sales] 5 Sales Closing Techniques
    The following excerpt is certainly important to sales and comes from my colleague, Rob Krekstein. This I have been a student of selling and sales management for more than twenty years, and I have used a grand total of five “closes” during that time. The prospect’s answer will tell you what you need to do to advance the sales cycle.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 15, 2014
    [Sales] AMP UP Your Sales
    'Amp Up Your Sales. Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. By Andy Paul.
  • FOLLOW THE LEAD  |  FRIDAY, DECEMBER 3, 2010
    [Sales] Business to business sales trends for 2011
    As b2b sales reps budget for 2011, sales expert and author Steve Martin discussed Big Picture items in store for next year and their sales implications: Consolidation on steroids: Martin points to a slew of major deals this year – SAP’s purchase of Sybase for $5.8 billion and Intel buying McAfee for nearly $8 billion [.].
  • LEAD VIEWS  |  THURSDAY, JULY 8, 2010
    [Sales] Why ‘Sales Ready’ is Important in Lead Generation Equation
    Ask Marketing folks what ’sales ready Leads’ really mean and you will find a smirk on their faces. Every marketing & sales guy has his own definition of what makes a Lead ’sales ready’ Perhaps this is the single most important factor contributing to the great sales & marketing divide.
  • BUYER INSIGHTS  |  FRIDAY, MARCH 28, 2014
    [Sales] How Healthy Is Your Sales Organization?
    'Sales managers often think about the effectiveness of the sales team, sales strategy or sales process.  However, there is one vital ingredient of sales success that is generally overlooked.  That is the health of the sales organization.
  • B2B LEAD BLOG  |  WEDNESDAY, MAY 8, 2013
    [Sales] Funnelnomics: Four Steps to Accelerating Your Marketing and Sales Funnel – Step 2: Filling Your Funnel with Qualified Buyers
    It provides a framework for integrating your marketing lead generation programs with sales execution processes to drive growth and profitability.  Be sure to read Step 1: Mapping Your Marketing and Sales Funnel. At the most basic level, delivering qualified buyers to Sales is dependent upon starting with clean records—ie.
  • SALES INTELLIGENCE VIEW  |  MONDAY, JANUARY 23, 2012
    [Sales] 25 Motivational Sales Quotes
    gathered 25 quotes in sales I find to be very powerful and motivating. Shoot us a tweet with your favorite sales quote! “You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.” Blogroll Sales Data Social Selling B2B b2b sales motivational quotes Sales Sales 2.0
  • SALES CHALLENGER  |  TUESDAY, JUNE 17, 2014
    [Sales] The Reason for Increased Sales Cycle Lengths
    Over the past 8 months, the CEB Sales Leadership Council has been researching the answers to the most pressing challenge faced by sales organizations today: influencing the purchasing decisions of the increasing number of diverse stakeholders involved in B2B sales deliberations today. Want to learn what CEB Sales learned?
  • FOLLOW THE LEAD  |  MONDAY, JULY 12, 2010
    [Sales] BuyersZone taps ‘20 Great Sales Blogs’
    BuyerZone ‘s About Leads Sales Blog recently announced its list of “20 Great Sales Blogs,” and we’re honored that Follow the Lead made the cut. We placed second on the list, between Steve Martin’s Heavy Hitter Sales Blog and Dave Kurlan on Understanding the Sales Force, (both of which are on our featured blogs). 
  • B2B LEAD BLOG  |  TUESDAY, FEBRUARY 26, 2013
    [Sales] Sales Operations Instant Lead Routing Technology Advances
    A new tool, ReachForce SmartForms, is giving sales operations lead routing teams major speed and productivity gains. Getting inbound leads qualified and routed to the correct sales person can be a time consuming and productivity-reducing exercise – and slow response can contribute to lost opportunities. About ReachForce.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, APRIL 4, 2012
    [Sales] Why Sales Doesn’t Take Marketing’s Advice
    It’s a perennial complaint we hear from B2B marketers: “We did all this work to put together a great sales tool/piece of collateral/campaign, but Sales refuses to use it! In our research into Sales/Marketing alignment, we’ve noted two things: first, salespeople reject 80% of the tools Marketing creates for them.
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 16, 2011
    [Sales] When Sales and Marketing Collide – SMarketing
    One of the major problems at technology start up’s today is the lack of understanding of how much sales and marketing principles have changed. If I need to double revenue growth, I need to double my sales force to drive it” or “I need to generate 1,000 leads to generate one sale. Therefore 2,000 leads will generate two sales.”.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 7, 2014
    [Sales] 6 Ways Marketing and IT Collaboration Boosts ROI
    Sales & Marketing Alignment 'by Contributor Friendly | Tweet this Today’s post comes courtesy of Jack Newton , Director of Outbound Product Management & Strategy for Oracle Social Cloud. Follow Jack on Twitter @jnewto. The chart below is from Oracle’s Socially Driven Collaboration study.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JULY 23, 2013
    [Sales] Industrial Marketing, Lead Generation and Sales: It’s Complicated
    Content Marketing Industrial Marketing Sales Strategies Analytics Industrial sales Industrial sales strategies Measurement and tracking 'Remember this rom-com from 2009? Despite the critics giving it mixed reviews, it went on to gross $219.1 million worldwide. hit movie for sure. Sometimes I feel the same way [.].
  • SALES CHALLENGER  |  TUESDAY, SEPTEMBER 27, 2011
    [Sales] The 4 Biggest Trends in Sales Org Structures
    Sales leaders face a similar dilemma today. Many realize their sales organizational structure is out-of-date and needs to be modified (or in some cases completely overhauled) to better meet customers’ needs, drive continued internal efficiencies, and stay competitive in the market. The Buzz Sales Org Structures
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 29, 2012
    [Sales] 3 Strategies Pro Golfers Could Teach Sales and Marketing
    Turns out this 20/80 rule holds true for sales and marketing. Some organizations might see early success purely on the talent of their sales force or product. Below I highlight 3 sales and marketing strategies gleaned from competitive sport of golf. If marketing is teeing off without sales, your success is going to be limited.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 1, 2012
    [Sales] Sales Management: Preparing for 2013
    We discussed a variety of topics, but specifically on the topic of what was marketing’s contribution/responsibility to growing the sales funnel vs what is expected from the sales team. 3.       Still others believed sales must prospect and any leads from marketing were simply “gifts”.  . Preparing for 2013. Panel Discussion.
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